GOODMAN® BUSINESS TOOLBOX
FOR GOODMAN TSMs
The training listed below is for Goodman TSMs!
Welcome aboard, participants in this workshop will learn how to use the tools available to a Goodman Company Owned Distributor Territory Sales Manager. Participants will learn and understand our credit policy, how to generate and adjust pricing for a dealer, onboard a new dealer and whom to engage with at the corporate level for additional support. Participants will also learn how to run reports in our CRM system in order to help them better manage their territory.
Introduce Participants to Key COD support functions:
COD Territory Sales Managers new to Goodman
Understand the basics of being a Territory Sales Manager. In this program participants will focus on the 5 basics; how your customers make money, your business acumen, teaching your customers how to sell your product, know your customers customer, and the products that we sell. Attendees will study the residential HVAC retail model and the chart of accounts in order to be more effective at coaching their dealers for profitability. All attendees will also understand how they react to conflict and how to use the appropriate reaction mode depending on the situation. Participants will walk away with a firm understanding of the tools and trainings available to help a Goodman or Amana territory sales manager grow their territory.
Introduce Participants to Goodman & Amana:
TSMs new to the industry or to Goodman or Amana brand
This workshop is focused on developing your sales skills. Participants will learn the different personality types, who they are and how they interact with the other personality types around them. They will receive a high level sales overview of the Goodman and/or Amana product lines, learn how to use financing to help their dealers close more sales and increase high efficiency purchases, and how to use marketing tools to help a dealer increase overall profitability. TSMs will learn the “Dealer Blitz” process and how to properly set up a blitz in their territory and how to effectively use the PAP system to gain new business and increase overall share of wallet.
Develop the sales skills of the individual TSMs:
TSMs who have already completed TSM 101 and have a minimum of 1 year as a Goodman or Amana TSM
Developing your territory through partnership. Participants will have the opportunity to attend this event with up to two of their key dealers. Both the TSM and dealer will choose whether they will attend the “Business Planning Boot Camp” or the “Marketing Summit.” They will then have the opportunity to participate in one of our Strategic Alliance member’s dealer event where they will learn from industry experts about the latest trends and practices that are driving dealer success. During the Break out times participants will do a deep dive into why “Goodman” and/or “Amana”, financial literacy, financing dealer conversion web and marketing presence and accessory sales.
Become a Partner in Your Dealers Business:
TSMs that have already completed TSM 101 and 201 training and have a minimum of 2 years working as a Goodman or Amana TSM. Due to the changing nature of this workshop participants are encouraged to attend on an annual basis with new dealers and to participate in both the marketing Summit and Business Planning Boot Camp.
This is our graduate level workshop where participants are expected to know all of our dealer tools and what problems they solve. Participants will have the opportunity to work with our vendors on solving challenges in the field and helping our dealers grow in revenue, profitability and size. Participants will be asked to participate in writing a thesis that will help our leadership better understand the barriers preventing sales growth in the field. At the conclusion of this workshop participants will have mastered the skills to mentor new and existing TSMs and dealers as well as moving into other leadership roles within the organization.
The TSM 401 objectives include:
TSMs that have attended TSM 101, 201 & 301 and have a good working knowledge of our various vendors and tools. This workshop is geared for individuals that are looking to do more as a TSM and as a leader in the organization.
Homes University – Contractor is a 3-day, hands-on training course designed for Installers, Technicians, Owners, and Managers. In this training, you will learn about the Honeywell Home family of products and receive lab training to learn how to: install and wire solutions, and understand how these products work together. You will also learn how to identify Honeywell Home product opportunities designed to meet the needs of your customers. Products covered at training: Honeywell Home – Thermostats, Humidifiers, Dehumidifiers, Hydronics, Air CLeaners, Ventilation Systems, Zoning, Residential Thermal Solutions, Air CLeaners, and UV Treatment systems.
Honeywell Homes University is designed to help solve customers’ health, comfort, safety and energy-use concerns: Objectives include:
TSMs and Contractors that want to learn more about solving home owner comfort, health, safety and energy needs.
In today’s marketplace leaders need to be engaged, connected, aware and lead from a position of integrity. Leaders who connect with their employees have the opportunity to not only survive but to dominate their industries. is a challenging workshop designed for professionals who are top performers and are ready to take their leadership to a completely new level. This is a hands-on, dive-in deep bootcamp style training. is a NOT for everyone! It is specifically designed to take professionals from where they are to where they want to be in the shortest amount of time. Often clients refer to these three days as the toughest three days of their life…and they loved every bit of it.
This is not a fix-it class. Many managers want to send their worst person to get trained to help them perform. We have found this to be counter-productive in most cases. Send your top people first to this training and get the benefits of having your best at their best.
We intentionally limit enrollment in the trainings. We believe the smaller programs (16-18 people) are optimal. Trainings fill fast.
The Bold: Advanced Leadership workshop objectives include:
TSMs and Contractors
Gain the tools to be effective, powerful, and to create and/or restore harmony and affinity, at any time, under any circumstance. The Advantage: Engaged Communication literally creates a new world of communication – one that moves people and transforms both you and your team from the ordinary to the extraordinary. This 2 ½ day experience will fundamentally change the way you communicate and the results you get from your communication. The Advantage takes routine communication and gives it power and influence.
It helps you understand:
Your results are:
The Advantage: Engage Communication Workshop objectives include:
TSMs and Contractors
Experience a new paradigm of Leadership Development in an unparalleled environment for teams and leaders to be pushed to their next level. Over three days you will “experience” leadership by being completely immersed in a series of hands-on processes that enable you to greatly expand your awareness and ability to lead people and teams. FORGE is about building your team and your foundational ability to inspire and empower others to perform at their ultimate best. Team Execution provides an unparalleled environment for teams and leaders to grow and be pushed to their next level. Over three days you will “experience” leadership by being completely immersed in a series of hands-on processes that enable you to see and feel the impact of your decisions.
Your results are:
The Forge: Team Execution workshop objectives include:
TSMs and Contractors
This training session focuses on the central selling challenge in our industry: that if an organization is viewed as a commodity it can only command commodity pricing. This lack of differentiation results in a constant price bake-off, a lack of meaningful differentiation, and fragile client loyalty. This session provides attendees with practical resources that improve sales, protect margin, and provide clients with a first-rate customer expereince.
Understanding how 3M revolution has eroded traditional selling authority:
Poor, prospecting decicion result in a territory filled with low-growth, low-volume accounts. However, a salesperson will see radical new business growth by utilizing an effective method for identifying the right targets, determining their true selling and loyalty potential, and creatively responding to competitive push-back. This session provides attendees with the skills, insights, and tactics to recruit, convert, and grow the right new business targets.
The objectives for this Prospecting workshop include:
Salespeople must confront their limitations. They are facing problems that are increaingly complicated and so sophisticated that no single expert – is in a position to solve them. Furthermore, orginizations can no longer squeeze additional productivity from individuals – can’t ask them to work harder or longer squeeze additional productivity from individuals – can’t ask them to work harder or longer. Instead, firms need to find ways to help them to do higher value work more effectively and efficiently. Smart collaboration is the answer.
Topics for this session include:
A traditional one-size-fits-all development outlook has not kept pace with many customers’ needs and expectations. As a result, valuable opportunitites are not lost amidst parity. Furthermore, generalized development results in thin-value relationships that are vulnerable to competitive incentives. This session provides attendees with a new perspective on developing exsisting accounts. Attendees will learn how to leverage a first-rate user experince, demand-side thinking, and the unique stages of client growth in order to improve sales and long-term loyalty.
The Account Development workshop objectives include:
Most TSMs have never worried about making payroll, paying vendors, or keeping people busy in order to keep them employed. This interactive dealer experience provides a taste of these daily challenges and demonstrates, in a fun and interactive environment, the solutions offered by Goodman and Amana. This interactive experience will help you identify with the challenges HVAC contractors experience on a daily basis and the solution available to them from our training and vendor partners. This experience will also help you better understand how to utilize Showpad to support your dealer and solve their challenges. During the Be the Dealer Experience, you’ll be exposed to many of the Dealer Training Products and Vendor Solutions that can help you grow your territory through new business acquisition, SOW opportunities and, dealer growth. You’ll accomplish this by helping dealers increase their lead generation, web presence; convert more incoming calls to service and sales appointments; perform more effective diagnostic procedures; implement flat rate repair pricing; utilize a best-better-good system sales process; incorporate financing into every proposal; create more efficient office and warehouse operations; streamline installation procedures; and sell more maintenance agreements.
The objectives of the Be the Dealer Experience workshop include:
Consumer Financing is playing an ever increasingly important role in the success of HVAC Dealers. The most successful TMs are comfortable leading their contractor base in the use Consumer Financing. This half-day workshop will educate TMs in the basics of the Consumer Financing industry. TMs will become comfortable presenting the importance of Consumer Financing to their dealers who are not. They will then learn a process of how to enroll their small to mid sized dealers into EGIA Consumer Financing and enroll them in the upcoming Dealer Training Class.
The TSM Financing: Bootcamp workshop objectives include:
With the TSM Financing Bootcamp Class under their belt and having successfully enrolled their smaller dealers in EGIA Consumer Financing, TMs are now ready for the next step. “This Beyond the Basics” class will get TMs comfortable with discussing financing with their larger existing dealers and guiding them to best practices that will stimulate higher efficiency sales and boost not only sales but profitability for both the TM and the Dealer.
TSMs who have completed the “Financing Bootcamp Workbook.”
Now that the TM is comfortable discussing Consumer Financing with their entire existing dealer base, it’s time to use Financing as a tool to go after those Large Dealer New Business opportunities. This class will teach the TM a process for meeting with the Large Competive Dealers in their marketplace, identifying gaps or opportunities and capitalizing on them. Many Large Dealers go into defense mode when approached to change their equipment line, but are comfortable discussing Consumer Financing opportunities.
This process teaches TMs to approach getting that equipment business through the path of:
TSMs who Have Completed “Financing beyond the basics” and Want to Learn to Convert New Business Through Use of Financing
Learn how to Leverage the Internet to Acquire New Dealers and Increase Purchase Orders. During this session, you will learn how to leverage the internet to find new dealers and determine the approximate size of their business (your potential opportunity). We will teach you how to find niche products and services in specific cities where your dealers can dominate page 1 results and ultimately be the primary option for end consumers who are ready to buy. When you understand how to best leverage end consumer’s love for the internet, reviews, social media sites, AI devices, etc, you can create a unique selling position and relationship with your dealers. We will teach you how to quickly identify how we can best position your dealers for success. How to make your dealers an option for the services they want to sell in the cities they want to sell them. We will teach you how your dealers can generate consumer calls, double them, triple them and quadruple them. When you understand the motivation behind the dealers becoming business owners and what drives them, coupled with a high-level understanding of the exact moves to get them what they want, you will ultimately win. Join us for this training session and learn how to position yourself as the partner and resource they need and never want to be without.
The Intermediate Digital Marketing workshop objectives include:
This workshop is primarily geared towards TSMs who have customers who have purchased or are looking to purchase a Perfect Pitch software. It is a hands-on-training course for TSMs who are looking to become more efficient with the tool. TSMs learn how to set up and customize the Wrighsoft Perfect Pitch platform. They learn how to fully utilize all of the software’s tools and functions. Participants will learn how to customize and create their “About Us” presentation; how to set up tiered financing strategies; how to import company pricing, and how to select the equipment they want their salesforce focusing on with homeowners.
The Perfect Pitch Setup workshop objectives include:
TSMs looking to help their dealers setup and manage their sales system
What if you could have the time, money and freedom that you’ve always wanted? Join us for an exclusive opportunity to dissect your unique business and create a roadmap to a higher quality of life! As a business owner, you deserve that! In the first half of this one day workshop, you will create a detailed review of your company’s capabilities, financial positions and the markets that you serve. After lunch, you will dive into the day-to-day operations of your company to establish specific Key Performance Indicators (KPI’s) for your business. Facilitated by experienced HVAC Trainers, you and your peers will discuss the impact these Key Performance Indicators have on your daily operations, address current challenges and examine how adjusting small processes and behaviors can have a huge impact on your overall probability. Lastly, now that you have dissected your business, established your KPI’s and realized the impact they have on your company’s success, you will actually setup these KPI’s to track on a daily, monthly and annual basis. Leave this class with an established plan and detailed process to facilitate success so you can have the time, money and freedom you deserve! Register today! Space is limited to the first 100 people to sign-up. To register, visit www.GoToSummit.com. Don’t miss your chance to attend this dynamic workshop!
The Business Planning Bootcamp workshop objectives include:
TSMs and HVAC Contractor Principles who are looking to bring their business to the next level
Marketing can be confusing and expensive. Getting your message out to your market is harder today than ever before because of the many channels available to consumers. Today more than ever before we are living in an experiential marketplace and need to know what experience our customers are looking for. Participants will work on developing a marketing strategy for their company, including a branding strategy, customer profile strategy, media strategy and messaging strategy for the services they provide. Once the overall strategy is developed participants will identify the advertising resources that are available to them and which ones fit into their budget. All of this will be put into action as we work to define the customer journey and how that fits into the overall customer experience.
The objectives for the Marketing Summit include:
TSMs and HVAC Contractor Principles who are looking to bring their business to the next level
In today’s current market, professionals are faced with ever-increasingpressure in sales and gaining their share of business. Business leaders constantly beat the drum of “find new customers, increase market share, and open new markets!” However, the very people they hired to lead this charge respond the excuses of “not enough time,” “can’t get anyone to answer the phone,” or “they already have a provider.” In this highly interactive, engaging session, Jan Spence, who began her sales career at the age of 10, takes the fear out of cold-calling, inspires participants to prospect more consistently and get results when doing so. Using her “Play with Head, Hands, and Heart” Approach. Jan, a former pro full-tackle football player, shares her proven methods that have participants ready to up their sales game.
The It’s Game Time! Crush the Competition and Sell More Consistently workshop objectives included: